Public Offer
Public Plan $1
(for transactability)
can be called "Contact Me", "Private Offer Setup"
Private Offer
ISV - Customer negotiation)
email to customer
ISV - Negotiated price overrides the $1 public plan
Customer accepts the Private Offer on Azure Portal
Public Plan - Enterprise UK Plan $1M (sample)
Public Plan - Enterprise US Plan $1.2M (sample)
SellerID UK - UK Offer
SellerID US - US Offer
or
SellerID US - One Offer
Public Plan - direct sale to customer (plans with per sear, flat, meters)
ISV Creates the customer's tenant
Activate subscription
Customer's users access the solution.
Customer reaches the ISV's Billing Landing Page
Customer finds the solution and purchase the plan
ISV manages the marketplace's customer subscription
ISV Private Offer
Offer Acceptance and Purchase
ISV (Provisioning)
Once ISV activates customer will get their invoice depending on the billing terms.
Mastering the Marketplace is a learning library for building transactable offers on the Microsoft commercial marketplace. This content helps you bring your solution to the marketplace faster and wi...
Subscription Purchase Process
Landing Page Customer Authentication
Deal Execution
Ongoing Deal Discussions
Deal Documents Signed
Convert & close pipeline wins
Generate MBS
Select to read and reply to the comments in this thread.
1
1
Generate RMA
Add to CRM
KYC
Customer Verification
Custom Processes
Add the Marketplace program in Partner Center
To your products and services through the marketplace, you must join the Commercial Marketplace program and accept the MIcrosoft Publisher Agreement
Commercial Marketplace Accounts
https://partner.microsoft.com/en-us/training/assets/detail/setting-up-a-tax-profile-in-partner-center-mp4
https://partner.microsoft.com/en-us/training/assets/detail/setting-up-a-payout-profile-in-partner-center-mp4
https://partner.microsoft.com/en-us/training/assets/detail/role-based-access-control-in-partner-center-mp4
Selling through the marketplace requires a Publisher and Seller ID created from the global account or location account.
* Seller ID can represent a location, a division, or product
* Allows publisher to align revenue to the location, division, or product
* Each Seller ID has a Tax profile
* Each Seller ID has a Payout profile where the payout currency is selected
Creating Transactable Offers
SaaS Example
Co-selling with Microsoft
An offer is a description of what you want to sell.
A plan is how a customer will buy your service.
Each offer requires terms & conditions. They can be generic to the publisher, or specific to the service.
Use the Microsoft Standard Contract or add a link to your own terms.
A SellerID can sell to any available market
ISV Business Manager
ISV Marketing Team
ISV Accounting Team
ISV Legal Team
Sales Team
Partner Center Best Practices
Customer Team
Customer IT Team
ISV Deployment Team
Customer Invoicing
Payout
Microsoft
Microsoft
ISV Sales Operations
References
Create Partner Center account
ISV IT Operations
ISV Partner Alliance Manager
Reports
ISV Business Team
Integrate Marketplace into sales systems to enable automation
Ensure internal stakeholders update processes for Marketplace transactions
ISV becomes a Marketplace expert
Build a plan to target MACC customers with near term deals and a pipleline of deals that can quickly convert & generate MBS
Determine the solutions needed to publish as Marketplace offers
Begin work to qualify the Marketplace deal pipeline
Sales Team
LT Exec sponsor for Marketplace to unblock and ensure stakeholder orgs adopt and integrate Marketplace into operations
Sponsor to share back to Microsoft what's needed to help them grow
Secure LT Spornsors
Build the Marketplace plan
GTM Readiness
Onboard to Partner Center
Publish Marketplace Offers
Onboard to Marketplace
Select how you would like to partner with Microsoft.
Payout Timelines vary by the type of customer agreement.
https://learn.microsoft.com/en-us/partner-center/marketplace-offers/payout-policy-details
Operationally Ready to Procure from Marketplace
Integrate Marketplace into the purchase order system so that new purchase order generation for Marketplace purchases are fully automated and procurement personnel are trained
Update procurement playbooks to include Marketplace POs, specifying user roles (negotiations, private offer acceptance, Marketplace offer purchases, activating SaaS services), and specific processes pertaining to different solution purchases: eg: subscription purchase vs license purchase, etc
Update Finance policies & processes such as payables, tax, etc, to reflect Marketplace specific processes, including the use of Azure subscriptions, resource group assignment, or tagging, if applicable
Update IT polices & processes to account for the different Azure portal configurations needed for Azure Marketplace and private offers, the user permissions needed to accept private offers, to purchase Marketplace offers including Azure subscription usage, resource group assignment, or tagging, Private Marketplace (if activated), and AAD profile sharing for Marketplace SaaS activation
Innovate and grow with the Microsoft AI Cloud Partner Program, where you can access the technology and resources you need to build impactful solutions for your customers.
Log in to Partner Center.
The person who creates the partner account becomes the Global Admin in Partner Center.
Visit
partner.microsoft.com to enroll as a partner.
Apply for co-sell status in Partner Center.
Provide additional contact information.
Activate the benefit.
ISV Business Manager
ISV Marketing Team
The Microsoft Publisher Agreement 8.0 July 2024 applies to all offers published in the Microsoft commercial marketplace.